The Pitch
The ability to make a discovery call not just another item on the agenda but a pivotal interaction is crucial. "What's On Your Mind Today?" shifts the paradigm from a generic check-in to an insightful engagement. This approach comes from the book "The Coaching Habit" and is rooted in emotional intelligence and prioritizes the client's immediate concerns, setting a collaborative tone. A study by Harvard Business Review highlights that salespeople who engage customers by addressing their core needs and interests can increase deal closure rates by up to 35%. This statistic underscores the effectiveness of tailored, empathetic communication strategies in sales.
Actually Meaningful: In sales, every second on a call is a step towards or away from a deal. By asking "What's On Your Mind Today?" you cut through the mundane and address what truly matters to your client. This question is not just about being different; it's about being directly relevant. It respects the client's time and surfaces their current priorities, allowing you to tailor your pitch effectively. Understanding and addressing these priorities is key in transforming a standard sales call into an opportunity for deep connection and problem-solving.
Starts You Off Curious: Curiosity is the bedrock of successful sales interactions. By initiating the conversation with "What's On Your Mind Today?" you demonstrate a genuine interest in the client's world. This not only makes the client feel valued but also provides vital insights into their current challenges and goals. Armed with this information, a sales manager can better guide the conversation toward mutually beneficial outcomes, reinforcing the importance of a curiosity-led approach in sales.
Shows Them You Are There for Them: Putting the client’s needs first is a powerful strategy in sales. This question reassures the client that their needs and thoughts are paramount, not just your agenda to sell. It positions you as an ally rather than just another salesperson. This alignment with the client's interests fosters trust and openness, making it easier to identify and address their pain points effectively and pave the way for a successful sales relationship.
Distinguishes You: In a world where sales calls can often start with predictable and scripted questions, "What's On Your Mind Today?" sets you apart. This distinctive approach signals to the client that their experience on the call will be different and more personalized. Standing out in this manner can significantly influence the client's perception and openness during the call, making them more receptive to your solutions.
Builds Real Rapport: Genuine rapport is foundational in converting prospects into loyal customers. This question bypasses trivial small talk and establishes a deeper connection by directly engaging with what the client cares about. Such interactions are memorable and form the basis of strong, long-lasting client relationships, essential for ongoing business success.
So What?
By integrating "What's On Your Mind Today?" into your sales discovery calls, you immediately align yourself with the client's current state and needs, establishing a foundation of empathy and trust. This method not only enhances client engagement but also increases the relevance of your solutions to their specific situations. It’s a straightforward yet profound way to enhance your sales technique, ensuring that your interactions are as effective as they are connective.
Next Steps:
✅ Adopt "What’s On Your Mind Today?" in your next call.
✅ Reflect on the responses to tailor your solutions.
✅ Monitor the impact on call engagement and outcomes.
Closed Won!
Embracing this question in your sales strategy not only enriches your client interactions but also sets you up for more meaningful and successful outcomes. What unique questions do you use to break the ice and dive deeper on your sales calls? What else are you trying that is helping level up your reps and make you the Sales Leader you wanted to work for? Leave a comment or question below, let's help move those deals to "Closed Won!"